1. Indicator 4.03 Perform pre-sales activities to facilitate sales presentation.

2. Vocabulary Prospect Prospecting Lead Referral Endless chain Center of influence Bird dogs Cold calls

3. Identify sources of prospects

4. Explain which salespeople should prospect

5. Describe how prospecting can help salespeople

6. Discuss why prospecting should be a continuous process

7. Describe methods of prospecting

8. Explain how to construct a prospect list

9. Describe how to use a prospect list

10. Explain the importance of maintaining accurate prospect lists

11. Demonstrate procedures for prospecting for customers

12. Explain why salespeople need to qualify their prospects

13. Discuss reasons that some salespeople fail to qualify prospects

14. Identify the criteria that prospects need to meet in order to be qualified Need the product Means and willingness to buy Has the authority to buy

15. Discuss steps a salesperson can take to qualify prospects prior to meeting with them

16. Explain how to qualify a prospect’s need for a product

17. Describe how to qualify a prospect’s means and willingness to buy a product Budget Time to meet with salesperson Timing of sale Point in making buying decision

18. Discuss how to qualify a prospect’s authority to buy a product

19. Demonstrate how to qualify a prospect

20. Explain why salespeople should conduct pre-visit research

21. Identify factors about a prospect that are useful in sales situations

22. Identify sources that provide company information that can be useful in sales situations

23. Describe how to use collected pre-visit research during a sale

24. Demonstrate how to conduct pre-visit research

25. Explain benefits associated with booking appointments with prospective clients

26. Discuss the importance of the introduction when calling to set up a sales appointment

27. Describe what to include in the introduction when calling to set up a sales appointment

28. Explain factors that influence what to say when calling to set up a sales appointment

29. Identify barriers encountered when attempting to book appointments with prospective clients

30. Explain how voice mail can be helpful in getting an appointment with a customer

31. Demonstrate how to book appointments with prospective clients

32. Identify reasons for preparing for a sales presentation

33. Identify factors about the customer/client/fan that should be determined prior to making a sales presentation

34. Describe preparation needed for sales presentations

35. Identify factors that affect the preparation needed for sales presentations

36. Describe ways to prepare for a sales presentation

37. Create a tentative sales presentation

38. Explain how to ask for a sales-presentation appointment

39. Demonstrate procedures for preparing for a sales presentation

40. Identify characteristics of effective software sales presentations

41. Discuss purposes of using presentation software packages to support sales presentations

42. Describe ways that salespeople can use presentation software packages to support sales presentations

43. Explain how salespeople can use online sales presentations

44. Demonstrate procedures for creating a software presentation to support sales presentations